Gartner Expert

Dave Egloff

VP Analyst

Dave Egloff is a Vice President, Analyst in Gartner's Sales Practice. He actively advises and produces research for Chief Sales Officers and Heads of Sales Operations on topics spanning sales strategy and operations.

Mr. Egloff has extensive global experience and leverages a holistic approach that combines qualitative assessments with quantitative analyses. His specialties include:

- Sales Force Design & Deployment: Role clarity, customer segmentation and tiering, and sales coverage models

- Sales Performance Optimization: Sales analytics, sales compensation design, and goal/quota setting

- Sales Operations: Organizational design and operational excellence

- Sales Transformation: Cost optimization, M&A, and workforce planning

Previous experience

Mr. Egloff has over 20 years of global experience. Before joining Gartner, he's been a leader in sales effectiveness, sales compensation, and sales performance at companies such as TransUnion, Citrix, and Motorola.

Professional background

TransUnion

Sr. Director, Sales Effectiveness

Citrix

Director, Sales Compensation

Motorola

Global Program Manager, Sales Performance Management

Areas of coverage

Sales Strategy and Operations

Education

Professional Certifications in Compensation (CCP, GRP, CECP) and Change Management (PMP, Lean Six Sigma)

M.S., Management and Systems, New York University, New York City

B.S., Psychology, summa cum laude, Sacred Heart University, Fairfield, Connecticut

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Top Issues That I Help Clients Address

1Strategic sales force design with a focus on sales role clarity, coverage models and segmentation

2Improving seller productivity by leveraging quantitative and qualitative analyses

3Designing and optimizing the sales operations function for greater effectiveness

4Managing, assessing and optimizing sales compensation programs

5Transforming a sales force in response to cost management, organizational changes, mergers and acquisitions